Are your sales and marketing teams aligned—or are they unintentionally sabotaging each other? The tension between market development initiatives and protective sales teams can derail even the best medical device strategies, leaving practices skeptical and patients underserved. Identifying the right approach isn't just critical—it's transformative.

In this episode, sponsored by Physician Growth Accelerator, we talk with Aryn Peled, Managing Director at TrackableMed. Aryn draws from her extensive experience in market development and sales to unpack how successful co-marketing bridges the gap between medtech companies and healthcare practices. She reveals the pitfalls of poorly executed co-marketing programs, strategies to identify ideal physician partners, and why effective onboarding can amplify patient trust and practice success.

What we discuss in the episode:

• Why your top-performing practices might actually be the worst candidates for co-marketing
• How compliance and clear goal-setting are crucial for successful marketing collaborations
• Strategies to uncover deeper insights into customer practices through co-marketing discussions
• Leveraging psychological principles like commitment bias to increase practice engagement
• Practical approaches for seamlessly integrating co-marketing into your med tech sales arsenal

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator

Social Media: 

• Connect with Aryn on LinkedIn
• Connect with Zed on LinkedIn

Breaking into the medical device market is more complex than just having an innovative product. The real challenge lies in understanding and navigating the intricate business landscape of healthcare. That’s why we’re diving into the crucial aspects of medical device commercialization, uncovering the common misconceptions that many innovators face, such as the idea that a great product will automatically find its market.

In this week’s episode, sponsored by Physician Growth Accelerator, we sat down with Chris Hanna, founder and CEO of Walnut Hill Medical, who brings his extensive experience in guiding medical device companies through the commercialization process in the United States. Chris sheds light on the importance of aligning product development with market needs, crafting effective business strategies, and partnering strategically with healthcare providers. We discuss the critical elements that determine whether a medical device will succeed or falter in the competitive healthcare market.

What we discuss in the episode:

• The importance of viewing healthcare as a business and understanding its financial dynamics
• Strategies for medical device companies to effectively commercialize their innovations
• The role of comprehensive business planning in securing investment and market entry
• Insights into the collaboration between engineers, healthcare professionals, and business developers to ensure product viability
• The impact of regulatory and reimbursement challenges on the commercial success of medical devices

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Walnut Hill Medical

Social Media: 

• Connect with Chris on LinkedIn
• Connect with Zed on LinkedIn

Navigating the maze of compliance in medical device sales often feels like an uphill battle, with stringent regulations frequently seen as barriers to innovation and market growth. However, when compliance is strategically aligned with sales and marketing efforts, it can transform from a hurdle to a powerful enabler of success.

In this week’s episode, sponsored by Physician Growth Accelerator, we’re joined by Aryn Peled, Managing Director at Trackable Med. Aryn discusses her experiences and strategies for turning compliance into a competitive advantage. She also sheds light on effective ways to collaborate with compliance teams, ensuring that both safety and business objectives are met.

What we discuss in the episode:

• Understanding compliance as a protective measure that can be aligned with business growth
• Strategies for MedTech professionals to collaborate effectively with compliance departments
• The importance of breaking down silos within organizations to enhance communication and cooperation
• Practical tips for transforming compliance challenges into opportunities for innovation
• Real-world examples of successful compliance integration that supports both patient safety and business objectives

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator

Social Media: 

• Connect with Aryn on LinkedIn
• Connect with Zed on LinkedIn

Have you ever thought about the ways technology could simplify the complexities of managing a medical practice? What if there was a way to streamline administrative tasks, freeing up more time for patient care? With the evolution of healthcare technology, this scenario is rapidly becoming a reality.

In this week’s episode, sponsored by Physician Growth Accelerator, we are joined by James Gavigan from Rectangle Health. We explore how their innovative solutions are transforming mundane, time-consuming tasks into efficient processes that enhance practice operations and patient experiences. James shares insights into how tackling payment processing, HIPAA compliance, and staffing inefficiencies can profoundly affect a practice's effectiveness and profitability.

What we discuss in the episode:

• How Rectangle Health's solutions are designed to enhance operational efficiency and patient satisfaction in medical practices
• The challenges medical practices face with traditional administrative systems and how technology provides a smarter way forward
• Real-world examples of how practices have transformed their operations through the integration of advanced technological solutions

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Rectangle Health

Social Media: 

• Connect with James on LinkedIn
• Connect with Zed on LinkedIn

What if the biggest obstacle to your medical sales isn't the market or the competition, but internal inefficiencies within medical practices themselves? Discover how addressing these challenges can unlock unprecedented growth in medical device sales.

In this week’s episode, sponsored by Physician Growth Accelerator, Managing Director, Erik Trattler, dives into how medical device reps can extend their influence beyond traditional sales roles by facilitating improvements in practice management. We also explore invaluable insights gained from his extensive experience in both medical device sales and as a consultant focused on operational efficiency. Join us as we explore actionable strategies that help medical practices streamline their operations, thus creating a more conducive environment for adopting new medical technologies and enhancing patient care.

What we discuss in the episode:

• Identifying and overcoming the unseen operational barriers that can stagnate medical device sales.
• The crucial role of medical device reps in consulting on practice efficiency.
• How optimizing practice operations can lead to increased adoption of new medical technologies and better patient outcomes.

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Landing New Cases: The Missing Link for Medical Device

Social Media: 

• Connect with Erik on LinkedIn
• Connect with Zed on LinkedIn

What if the biggest barrier to medical device sales wasn't about the device itself, but how it's presented to the gatekeepers of healthcare facilities? Mastering the maze of hospital value analysis can mean the difference between rejection and success. This episode unveils the strategies that turn daunting hospital approval challenges into victories for medical device sales professionals.

In this week’s episode, sponsored by Physician Growth Accelerator, we welcome Mark Copeland, known as the Value Analysis Whisperer. Mark shares his expert insights on streamlining the complex value analysis process that many in medical device sales encounter. Discover actionable strategies and innovative approaches to align medical products with the strategic needs of hospitals and ASCs, ensuring better outcomes for both providers and patients. Join us as we explore how to excel in the intricate world of healthcare systems’ value analysis.

What we discuss in the episode:

• Strategies for navigating the complex value analysis process in hospitals
• Tips for aligning medical products with the strategic needs of healthcare facilities
• Turning the value analysis process from a stumbling block into a stepping stone
• Real-life success stories from sales professionals who mastered the value analysis challenge

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Value Analysis Expert

Social Media: 

• Connect with Mark on LinkedIn
• Connect with Zed on LinkedIn

Ever wondered if the fantastic lasers of sci-fi could turn into medical marvels in real life? What if lasers could actually be the key to advancing medical care and reducing reliance on invasive treatments or addictive medications? This intriguing possibility is closer to reality than you might think.

In this week’s episode, sponsored by Physician Growth Accelerator, we speak with Joseph Zapolsky III, International Sales Director at Erchonia Corporation, a pioneer in non-thermal laser technology. We discuss how these innovative lasers are revolutionizing treatment approaches across various medical fields, the science behind non-thermal lasers, their applications in treating chronic pain and facilitating post-surgical recovery, and how they're helping shift medical practices towards more sustainable and patient-friendly methods.

What we discuss in the episode:

• How Erchonia's lasers promote healing through a photochemical reaction, enhancing cellular energy and microcirculation without heat
• The significant role these lasers can play in reducing dependence on opioids by providing effective pain relief and enhancing post-surgical recovery
• How these lasers integrate into medical practices seamlessly

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Erchonia Corporation

Social Media: 

• Connect with Joseph on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Imagine a world where the medical devices implanted in the body could communicate with doctors, providing vital data that could change the course of treatment and recovery. As technology advances, this scenario is becoming a reality. This breakthrough in medical technology not only promises enhanced patient outcomes but also pioneers a new approach to postoperative care, where data leads the way.

In this week’s episode, sponsored by Physician Growth Accelerator, we welcome Bill Hunter, President and CEO of Canary Medical, to discuss how his team is pioneering the transformation of medical devices into data-communicating tools. Bill shares insights on the development of smart implants that offer real-time feedback to both healthcare providers and patients, drastically altering expectations and outcomes in medical treatments. Join us as we explore the innovations driving this change and the future possibilities of implant technology.

What we discuss in the episode:

• How implantable devices are being designed to communicate health data
• The impact of real-time data feedback from implants on post-operative care
• Future directions for smart implants in medical technology
• Case studies demonstrating the effectiveness of data-driven patient care

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Canary Medical

Social Media: 

• Connect with Bill on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Imagine transforming your sales effectiveness, not by learning new selling techniques, but by reshaping your mind. In the competitive world of medical device sales, where every edge counts, could the key to breakthrough success lie within our own brains?

In this week’s episode, Sponsored by Physician Growth Accelerator, Dr. Jerry Teplitz, an expert in neuroplasticity and the bestselling author of "Switched On Selling," delves into how brain performance can dramatically enhance sales effectiveness. We explore the revolutionary concept of brain re-education and revisit compelling stories and research that demonstrate how these techniques have propelled sales professionals from mediocrity to excellence without traditional sales training.

What we discuss in the episode:

• How brain re-education can significantly improve sales performance.
• The foundational principles of Dr. Teplitz’s "Switched On Selling" program and its impact on sales professionals.
• Real-life transformations in sales teams who have applied these neuroscience-based techniques.
• Practical steps to implement brain performance strategies for immediate results in sales scenarios.

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Switched on Selling
• Visit Jerry’s Website

Social Media: 

• Connect with Jerry on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Is cold outreach really as daunting in medical device sales as it seems? Omar Khateeb, a seasoned expert with over a decade in the industry, shatters common misconceptions and introduces powerful strategies for turning cold calls into fruitful relationships. In this insightful episode, Omar draws parallels between effective social media engagement and traditional sales tactics to reshape how we think about connecting with new prospects.

In this week’s episode, sponsored by Physician Growth Accelerator, Omar Khateeb returns again to dive deep into the nuances of modern sales techniques. We discuss the art of transforming cold calls into warm opportunities using strategic communication and personalized engagement and provide actionable tactics for MedTech professionals.

What we discuss in the episode:

• Rethinking cold outreach: It's not just possible, but necessary for growth in medical sales.
• Effective communication: How to craft email subject lines and content that engage and convert.
• The role of perseverance and personalization in building relationships with potential clients.
• Utilizing social media as a strategic tool for brand building and lead generation in the med tech sector

Resources from this episode: 

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Khateeb & Co
• State of MedTech
• Episode 163 with Omar
• Episode 119 with Omar
• Episode 87 with Omar
• Episode 14 with Omar
• Episode 13 with Omar

Social Media: 

• Connect with Omar on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn